0:00
Ellen here wanted to uh bring special
0:02
guest Mike and he’s on here for a major
0:04
announcement if anybody had missed the
0:07
landscape Summit last month or actually
0:09
this month
0:11
um out in Seattle you missed an
0:12
absolutely amazing event Dan from the
0:14
simple growth masterminds team was there
0:16
unfortunately I couldn’t make it with
0:18
engagements with uh one of the kiddos
0:20
birthdays so uh Dan went out and
0:23
absolutely just crushed it and Mike had
0:25
a star-studded uh lineup of speakers
0:28
including Corey Ballard uh John Garrison
0:31
and a couple other uh Heavy Hitters
0:33
there Mike who else did you have on
0:34
stage there that uh I saw in the
0:35
pictures uh Tommy Mello so he he’s the
0:38
founder of A1 Garage Door uh he has a
0:41
home service expert he has the podcast
0:43
and things so he’s pretty cool they do
0:45
massive amount of garage doors so it
0:47
kind of still service Industries like
0:48
200 million though it’s crazy
The Summit
0:50
awesome yeah one of the things I really
0:51
loved about the the summit um the
0:53
feedback was it was really it was about
0:55
the actual attendee it was providing
0:58
value there was really no sales pitch
1:00
off my understanding there’s really no
1:02
vendor boost uh the Augusta Nation there
1:04
the franchisees were there but it wasn’t
1:06
just the franchisees it was a whole
1:08
bunch of other businesses across the U.S
1:10
and Canada joining in there for uh two
1:12
and a half three days of just pure
1:14
education
1:15
um and Mike if you wouldn’t mind talking
1:16
about it something that I found really
1:18
interesting uh my wife said you stole
1:19
her idea but it sounded like you had two
1:21
separate tracks at the conference or the
1:24
summit yeah so there was a support track
1:26
that was basically for spouses as well
1:28
as managers employees and that was uh
1:32
more geared towards how do you support
1:33
the owner how do you get ahead and get
1:36
promoted
1:38
um and then also like a panel some of
1:40
the ladies so like Corey Ballard’s wife
1:42
was on that several of our franchise
1:43
these wives were on there
1:45
um myops manager she was kind of leading
1:47
that and kind of just talking to the
1:49
spouses of the owners how does it just
1:51
kind of going through hey like do the
1:53
stories that we went through these are
1:54
things that happened to us and then how
1:55
to learn from those and hopefully uh
1:57
help the business and the relationship
1:58
as well
1:59
yeah and Mike honestly I don’t know if
Mikes Story
2:01
you’ve heard my story but originally
2:03
when I started the business married a
2:04
girl from high school went through
2:05
college uh that business owned me I was
2:07
working 100 hours a week seven days a
2:09
week
2:10
um I don’t know if that necessarily
2:11
would have saved the marriage but I’ll
2:13
tell you what the divorce that I went
2:14
through thank God there was no kids at
2:16
that point uh was a direct impact and
2:19
result of the way I ran my business so
2:22
uh if you’re listening to this
2:24
um you know Mike what you did there was
2:26
really instrumental in my opinion
2:27
because you you gave that uh secondary
2:30
support that I’ve never seen at a
2:31
conference or even through a software
2:33
Consulting
2:34
um but man I tell you what if she had
2:36
actually gone to that conference it may
2:39
have sparked some conversations I think
2:41
I’m better off that I’m not with her but
2:43
um you know you know guys he goes if
2:44
you’re what you’re listening to this uh
2:46
Mike actually had some really
2:47
interesting thought because
2:49
um especially even if it’s not your
2:50
spouse or partner but it could also be
2:52
uh the business manager or the um
2:55
anybody working outside the owner
2:56
there’s a lot of times there’s a
2:58
communication disconnect
2:59
and I find it with a lot of the
3:01
businesses we work with Mike that that
3:02
communication just isn’t there
3:04
um so to have something that would
3:05
facilitate those conversations uh must
3:08
have been huge yeah like the very first
3:11
you know keynote we talked about uh why
3:14
businesses go out of business and
3:15
especially we head into recession in my
3:17
opinion this year and next year will be
3:19
some some of the highest levels of
3:21
bankruptcy and any people going out of
3:22
business especially in service-based
3:23
companies as we go into a recession that
3:25
we haven’t seen for 14 years
3:27
um but what what typically the the story
3:30
We Tell ourselves and our family once we
3:32
go out of business is to be like oh the
3:33
market was bad hiring was hard you know
3:36
no one wanted to spend you know I’m a
3:38
bad Market all these other things bad
3:40
management et cetera but really when it
3:42
comes down to it for small businesses
3:43
especially service-based businesses that
3:45
have a low barrier to entry most the
3:47
time the real reason for why they go out
3:49
of business is around three things
3:51
relationships personal health or they go
3:53
beyond their personal capacity
3:55
um and different capacities in the
3:58
business in terms of asset capacity
3:59
labor capacity d as well as personal
4:01
capacity and so in my opinion those are
4:03
the three things that um why companies
4:05
actually go to business and so
4:06
preventing the major one which is
4:08
relationships in my opinion
4:10
um and I just used the framework of like
4:11
when I get on the phone with Webbie
4:13
franchisees or non-pranchisees it’s like
4:16
why are you gonna it’s almost always
4:17
around like something to do with a
4:18
divorce something to do with a manager
4:21
not agreeing with them and leaving some
4:22
sort of breakup with a partner it’s like
4:24
relationships are super important it’s
4:26
something we really focused a lot on
4:27
this past conference because I do see
4:29
that being the biggest factor in terms
4:31
of closures and as you head into
4:33
recession could be on the same page
4:34
because it’s gonna get harder yeah like
Providing Value
4:36
I said I wasn’t able to make it with uh
4:37
Stella’s birthday but man it’s not even
4:39
be at the event and not even from the
4:41
simple grow team that was there but a
4:43
lot of our clients and other people I
4:44
know in the industry the feedback I got
4:46
from that conference
4:48
um was just phenomenal so I’m really
4:51
excited uh with some announcements
4:52
you’re gonna be making here uh shortly
4:54
in the Facebook live about that but um
4:57
you know if we got a few minutes Mike I
4:58
know you’re really big on providing
5:00
value and I know one of the biggest
5:01
things you just brought up was recession
5:03
I know uh might have been a little bit
5:04
before your time I’m aging myself here
5:06
but that recession to 2008
5:09
um was one of I honestly probably the
5:11
biggest growth year of Callahan’s Lawn
5:13
Care
5:14
um and obviously you know jonathoshnick
5:15
of the lawn care millionaire
5:17
um original founder co-founder service
5:19
autopilot that was one of the biggest
5:20
things I took away thankfully before
5:22
that uh meeting Jonathan is that is one
5:26
of in his opinion and probably my
5:27
opinion now too is one of the best times
5:29
to grow and I I took to heart uh what
5:31
Jonathan said there and basically once
5:34
you learn how to Market uh business is
5:37
fun it’s predictable he uses that
5:39
analogy of that vending machine where
5:40
you you drop a hundred dollar bill and
5:42
every time you do that ideal client
5:43
comes out so you’ve got that marketing
5:45
component
5:46
um and I know you’re really big into uh
5:48
cash flow management budgeting but I
5:50
think the other piece of that kind of
5:51
leading into your opinion I guess on
5:53
that is
5:53
um Jonathan talked about a cash War
5:55
chest and that was something uh when we
5:57
were at gie now currently Expo probably
6:00
about three four years ago that really
6:02
resonated with me as I went to go start
6:04
simple growth about four years ago four
6:06
and a half years ago now uh Jonathan and
6:08
I were at the gulp having a few drinks
6:11
it was probably up to three four in the
6:12
morning
6:13
um but he really kind of opened up the
6:15
keys to success of City Turf and
6:18
um the software company and talked about
6:21
cash flow management and being ready for
6:23
the opportunity to actually be able to
6:25
outspend your competition
6:27
um so I don’t know if you had some
6:28
thoughts on that bike but I know
6:29
obviously you’re really Savvy you
6:31
brought out the recession at the
6:33
conference and kind of turned some light
6:34
bulbs on how people thought
6:36
um kind of kind of give us a quick
6:37
synopsis of that talk and how you you
6:39
talked about it going in there and you
6:41
talked about the value of crypto was a
6:42
little bit there how certain things were
6:44
changing with the market yeah so like
6:46
when you look at who’s gonna win in my
6:49
opinion it’s a matter of you know
6:51
investing into the recession is
6:52
extremely important
6:54
um and growing during that time the
6:56
people who are going to win during this
6:57
time are the ones that can Market the
6:58
reason for that is because during a
7:00
recession which what historically
7:02
happens is attrition will go up and so
7:04
if you can’t replace those customers
7:06
inside your funnel and you don’t know
7:08
how to because you don’t know how to
7:09
Market you don’t have an offer you don’t
7:10
have any selling proposition you don’t
7:12
know how to use scarcity you don’t have
7:14
a good brand you have a good website if
7:16
you can’t bring in new leads in a
7:17
recession you’ll get wiped out because
7:19
the attrition rate will literally double
7:21
whether you’re in commercial or
7:22
residential I talked to someone
7:23
yesterday that they lost a 400 000
7:24
Municipal contract and that’s you know
7:27
30 of their business and they don’t know
7:28
what they’re gonna do they just went
7:29
from positive to 15 cash flow or a
7:32
profit margin to they’re expecting
7:33
negative five percent this coming year
7:35
um that’s going to happen more and more
7:37
and more the person that can replace
7:39
those customers because they they’ve
7:41
gotten they’ve nailed the process of
7:43
sales is the one that go in because but
7:45
also happens during recession is people
7:47
stop spending money on marketing it’s
7:49
the first place the place that people
7:50
will cut money on in their budget and so
7:52
if you’re if you have the ability and
7:55
the skill set of marketing and you know
7:57
what your customer acquisition cost is
7:58
there’s a good chance that although your
8:00
customer demand Falls let’s just call it
8:02
by 20 or 30 percent there could be a
8:04
good chance that your customer
8:05
acquisition cost gets halved or more
8:08
because there’s simply less people
8:10
spending money on clicks and so if my
8:12
cost per click was three dollars and now
8:14
it’s a dollar yeah maybe my conversion
8:16
ratio or my
8:18
um my close ratio in terms of people
8:19
accepting my estimates goes down because
8:21
people are less likely to buy however if
8:23
I just brought down the 67 percent my uh
8:27
my cost per click well now the math
8:29
still works and so the person that knows
8:32
that math understands that funnel and
8:34
knows how to pump more money into the
8:36
marketing funnel they’re the ones who
8:37
can grow and expand during a recession
8:38
the person that’s always been you know
8:40
relying on referrals and like oh
8:42
everyone just knows my name I’ve never
8:43
spent any money on marketing marketing
8:45
is dead it I don’t need a website
8:46
they’re the ones that I’m afraid of
8:48
because now when when their attrition
8:50
goes from 20 to 60 year over year that’s
8:53
a big problem for them
Metrics
8:55
Mike I couldn’t agree with you more and
8:56
guys if you’re listening this and this
8:58
is these are new Concepts you’re hearing
8:59
for the first time uh these are the
9:01
foundations of scaling that business to
9:03
seven figures and well beyond and Mike
9:05
if I’m if I’m gonna infer anything for
9:07
the conversation is
9:09
um to be able to go out and scale
9:11
especially in this recession is we
9:13
should be probably tracking some really
9:15
basic kpis key performance indicators
9:17
we’re metrics so you talked about uh
9:20
probably if I’m inferring lead sources
9:22
so where are they coming from is it is
9:24
it clicks is it door hangers is it
9:26
client referrals and the other big thing
9:28
is eventually we’re spending money we’re
9:31
probably gonna have a client acquisition
9:32
cost so what’s it cost to actually
9:33
acquire that client and then eventually
9:36
uh based on the software that you’re
9:38
using you probably would have a client
9:40
lifetime value so if you’ve got those
9:42
three key metrics
9:44
um the risk of saying wow I might spend
9:47
an extra 30 or 40 000 this year in
9:49
marketing maybe we don’t even need to
9:50
because everybody’s retracting but
9:52
actually callahans we we doubled down
9:54
and actually doubled our marketing um so
9:56
it was a compounding effect and trust me
9:59
I wasn’t the mad scientist behind this
10:00
Jonathan kind of gave me the secret
10:01
recipe and man did it work
10:04
um but but Mike’s talking about is
10:06
tracking your lead sources probably the
10:08
acquisition and maybe the closing ratio
10:09
on the show you can make those
10:10
fine-tuned tweaks
10:12
um and when he talked about attrition
10:14
that could also be if you’re unfamiliar
10:15
with that word that’s going to be
10:16
cancellations or churn
10:19
um and there’s some things right now on
10:20
our Market mic that we we probably can’t
10:23
control is literally just people leaving
10:25
our local markets we’ve got one of our
10:26
clients in downtown Phoenix Mesa area
10:28
where he loses 12 to 15 percent of his
10:31
client base every year because there’s
10:32
just a high toner over of people leaving
10:35
that area so uh Mike if I’m guessing
10:38
like we probably should be tracking what
10:40
is our attrition or cancellation rate or
10:42
churn as they call it and what why are
10:44
they leaving is it they’ve lost their
10:46
job they’re tightening up their budget
10:48
are they just leaving our Market
10:50
um and those are things I think that we
10:51
really need to know Mike to be able to
10:52
go and at least stay the same size but
10:54
if we’re going to take Advan advantage
10:55
of everybody retracting these local
10:57
markets right now if you’re using a
10:58
software system and you’ve built a
11:00
system in your marketing and your sales
11:02
this is a time to Double Down folks and
11:04
and I think cash flow is key right now
11:07
so if you can start to accumulate some
11:09
cash so when it gets rough you have that
11:11
extra liquid cash flow to to put in
11:14
um this could be a game changing season
11:16
for a lot of people I know a lot of the
11:18
Guster franchises right now are
11:20
following your methodology and they’re
11:21
growing by Leaps and Bounds as we work
11:23
with quite a few of them
11:24
um on the different software platforms
11:25
that we automate on
11:27
yeah and I think the the thing to keep
11:29
in mind is you gotta know what numbers
11:31
you can spend up to right because some
11:33
people are going to this reception like
11:34
oh yeah I’m gonna grow I’m gonna expand
11:36
I’m gonna spend money on marketing it’s
11:37
like well how much can you spend before
11:39
you break even right and you’ve got to
11:41
know that if you take the annual value
11:43
average annual value of a customer
11:45
divide that by attrition rate there’s
11:46
your lifetime value and you multiply
11:48
that by your profit percentage okay
11:49
that’s a that’s exactly how much money
11:51
that customer is going to make you and
11:52
profit over the course of their lives
11:53
man now it’s a matter of like can you
11:57
are you willing to spend how much are
11:58
you willing to spend of that to get the
12:00
customer in the top of the funnel right
12:02
so it’s just it’s just simply a math
12:04
game once you actually know those
12:06
numbers but unfortunately most of us
12:07
simply don’t know the top of the funnel
12:09
that is cost per click cost per lead in
12:10
customer acquisition cost and they don’t
12:12
know the bottom of the funnel in the
12:13
bucket and that is what’s your attrition
12:15
rate what’s it called No and do you have
12:17
like a re-engagement program can you get
12:18
people to go from attrition they’ve left
12:20
the system to getting back in the top of
12:22
the funnel and you aren’t going to get
12:24
the people that move out of town like
12:25
you mentioned but you’re going to get
12:26
the people potentially that try for
12:28
other services they don’t show up and
12:29
they’re like oh I’ll go back to Bob’s
12:31
lawn care because
12:32
um they actually at least showed up
12:33
right
12:34
yeah and I think the key to that mic is
Database Segmentation
12:36
really um database segmentation so I
12:39
think one of the things that you hit on
12:40
that I think people think were
12:41
absolutely nuts when we go out to
12:42
automate these or even if you’re doing
12:43
it manually that’s okay is literally
12:46
tracking the people that are current
12:47
clients and past clients so you’re going
12:49
to have some nut jobs you don’t want
12:50
back we’ve had with the crazy Karen’s
12:52
but we get them out of the system we do
12:54
not we hit them with a do not market tag
12:55
or button
12:56
um depending on the platform you’re
12:57
using but we were seeing two to two two
12:59
to two and a half percent of most
13:00
canceled clients are coming back year
13:02
after year just through nurturing them
13:05
through a manual or automated process
13:07
and we’re just not selling it we’re
13:09
providing value and through reciprocity
13:11
they’re coming back and what we’re
13:12
seeing is a lot of people lawn care and
13:14
home cleaning industry really Mike is
13:15
that through code they tightened up they
13:18
maybe got laid off they didn’t have the
13:19
financial means and they’re too
13:20
embarrassed to call you back but you’re
13:22
engaging with them and now they’re ready
13:25
for that service provider again and
13:26
they’re coming back or they went with
13:28
the cheaper provider and now that person
13:29
gets wiped out because of the end of the
13:31
recession they can’t handle margin
13:32
compression staying in business this is
13:35
a big win over the next two years if you
13:37
just stay you know everyone’s like I
13:38
gotta grow well if you stay in business
13:39
you’re gonna call on the other side of
13:41
this with half the amount of competition
13:42
in your Market uh that’s a good place to
13:44
be in
Closing Thoughts
13:45
yeah I’m like I can’t thank you enough
13:46
coming out here I know you’ve got a
13:47
compressed schedule we do have a major
13:49
announcement here that we’re going to
13:50
drop here in a few minutes but uh kind
13:52
of any closing thoughts are going into
13:53
2023 that you think that is important to
13:56
provide uh with the service industry
13:59
here specifically Lawn Care landscape I
14:01
know you’ve got uh my last check was it
14:03
was well over a hundred franchisees with
14:05
the Augusta model there across the U.S
14:07
and I believe Canada
14:09
um but if you were to give anybody a
14:11
couple action items going into 2023 with
14:14
the impending recession
14:16
um and I was going to say labor got any
14:18
better but I think we’ve gotten a little
14:20
bit better at marketing and selling our
14:21
businesses and actually doing the right
14:23
thing with our team members and just not
14:25
using them as a piece of equipment and
14:27
using and abusing them
14:29
um I think anybody that’s left up and
14:30
living right now and in business has
14:32
kind of figured that equation out at
14:34
least a little bit but what were the
14:36
things if you’re if you’re going out
14:37
you’ve got a business this year what do
14:39
you what are the top three things you’re
14:40
focusing on in the lawn care Landscape
14:42
Company
14:43
yeah like I say the first thing is when
14:45
it comes to labor especially for the
14:47
larger operators it’s still going to be
14:48
a problem
14:49
um I think there’s a lot of false hope
14:51
that as we head into recession uh
14:53
unemployment will Spike and therefore be
14:54
really easy to hire it’s going to be
14:55
easier but I don’t think it’s gonna be
14:57
easy the reason for that is because
14:58
traditionally in in a recession when
15:01
unemployment spikes to seven eight
15:02
percent uh yes you will have people
15:04
lining up to work for you they’ll bend
15:06
over backwards to stay working with you
15:07
you’re at the retention of employees
15:10
goes way up because they don’t want to
15:11
lose a job I don’t feel like that’s
15:13
going to happen the labor-based industry
15:14
because the last recession we have was
15:16
2007 2008 and what wasn’t around in 2007
15:18
and 2008 was flipping things on eBay was
15:21
Tick Tock was making money on YouTube
15:24
was making your own Shopify account that
15:26
is where people are going to go when
15:28
they lose jobs in my opinion they’re not
15:29
going to go like oh I’m gonna go mow
15:31
graph they’re probably gonna go try to
15:32
do stuff online and so I’ve seen some
15:35
even like influencers like garyvee
15:36
saying oh like in a recession you know
15:38
Home Service businesses are going to be
15:39
like totally fine finding employees like
15:41
I don’t think so because the last time a
15:43
recession happened we didn’t have these
15:45
other tools and the average Millennial
15:47
and gen Z is not like jumping up and
15:48
down about mowing grass and seven you
15:50
know you know seven you know 80 90
15:52
degree weather like they’re just not
15:54
happy about that so I think the number
15:56
one thing is like having a strategy
15:57
around that number two is getting very
15:59
very good at marketing actually having
16:01
no longer will it just work to say like
16:03
oh I’m mow grass here’s all my services
16:04
call me like that’s not gonna work
16:06
anymore because now the uh customer
16:09
demand shrinks and so instead of just
16:12
you can’t just cast this wide net it’s
16:13
like targeting it is a matter of having
16:15
to eat selling proposition having an
16:17
offer having scarcity being able to have
16:19
automations and a follow-up sequence
16:21
that is going to keep them in um and
16:23
improve your close ratio third thing I
16:25
would say is capacity
16:27
um when it comes to assets as well as
16:28
labor and maximization of that like
16:31
asset utilization is massively
16:32
underrated
16:34
um the fact that most places when I
16:35
drive into their shop they have four
16:37
trucks sitting there three out on the
16:39
road and two employees it makes no sense
16:40
so asset utilization both um Human
16:44
Resources as well as Assets in terms of
16:46
trucks and equipment like those things
16:48
need to be out there working
16:49
um the majority of the day and majority
16:51
of the week uh and if they’re not they
16:52
should be sold uh and so the person that
16:54
has the most lean operation is using
16:56
their equipment to the fullest extent
16:58
um and that truck’s on the road for five
17:00
days a week they’re gonna be the ones
17:02
that win because they’re gonna be the
17:03
ones that can uh sharpen the pencil
17:05
they’re the ones that will get through
17:06
this recession and spend money on
17:07
marketing because they have uh available
17:10
cash and available net profit to to
17:12
deploy because they don’t have waste
17:14
sitting in their in their shop space
17:15
every single day so those will be the
17:16
three off the top of my head mind blown
Major Announcement
17:19
brother I couldn’t agree with you more
17:20
if you listen this go out and get some
17:22
education around the marketing that Dan
17:23
Kennedy long script style uh scarcity
17:26
overcoming those objections call to
17:28
action all the things Mike’s talking
17:29
about those are things going to get you
17:31
through track the numbers know your
17:33
numbers and be able to react on those
17:35
numbers quicker um while everybody’s
17:36
starting your track I’m looking positive
17:38
this year Mike um as I’m looking forward
17:40
to 2023 uh major announcement here if
17:43
anybody hasn’t seen it uh Mike I’ll let
17:45
you announce it but October 16th and
17:48
17th in Louisville Kentucky uh sounds
17:50
like we’ve got some big big plans here a
17:52
little bit earlier than this year
17:54
yeah so um we want to kind of move uh
17:57
landscape Summit close to equip Expo
17:58
since so many of our Industries already
17:59
there
18:00
um so it’ll be the two days before
18:01
Monday and Tuesday and then people can
18:03
go right into Wednesday Thursday Friday
18:04
to clip Expo and we’re gonna be right
18:06
downtown Omni Hotel uh in there in
18:08
Louisville so it’ll be a lot of fun our
18:09
goal is to kind of make it the biggest
18:10
business oriented uh conference in our
18:13
industry uh obviously quick Expo is
18:16
massive in terms of the equipment the
18:17
Boost and the trade show side but just
18:19
focusing on business and numbers and
18:20
marketing and like you know the stuff
18:22
that I’m passionate about and trying to
18:23
minimize the commercial side of it as
18:25
much as we possibly can so yeah it’s
18:27
gonna be a lot of fun it’s gonna be two
18:28
days we’re gonna Jam pack it I’m looking
18:29
forward to having you and Dan there
18:31
hopefully speaking at some point there
18:33
as well so it’s a lot of fun yeah really
18:35
excited can’t can’t wait to be there I
18:37
know myself Dan for the simple growth
18:38
masterminds team planning on being there
18:40
in whatever capacity we can help and
18:42
provide value but really want to get
18:44
this out uh Mike because I know after
18:46
the after you launch this uh at the
18:48
actual Summit this year
18:50
um capacity like people are buying these
18:52
tickets already so it’s gonna be October
18:54
16th and 17th Omni Louisville Kentucky
18:57
simple grow team’s going to be there I’m
19:00
sure all the other influencers that were
19:01
at the summit this year will be there
19:03
and a star-studded pack event Mike but I
19:06
know when you do something with the
19:07
Augusta team uh it really never you know
19:10
ceases to amaze me what you do and the
19:12
value you bring so I thought it was
19:14
really important to spend some time here
19:15
drop some knowledge with you but really
19:17
let people know if you want to see to
19:19
this event uh the time to act is now uh
19:22
Mike’s going to give you a quick website
19:23
where to sign up but it’s going to be
19:25
the 2023 landscape Summit Louisville
19:27
Kentucky October 16th and 17th and Mike
19:31
if people are looking to uh get those
19:33
spots before they fill up uh quickly
19:35
here which they already are what’s the
19:37
best way to locking down that conference
19:40
for him yeah just mycandies.com Summit
19:43
so mycandies.com tickets there
19:46
um I’m hoping we can hopefully keep it
19:48
open the registration as long as
19:50
possible but we will have to probably
19:52
close it towards the end guys get close
19:54
we do plan until end up yeah well people
19:57
I’ve talked to went to the original one
19:58
here uh just this year in the last year
20:00
before that
20:01
um we need to sell tickets we need to
20:03
sell tickets because it’s costing
20:05
hundreds of thousands of dollars so we
20:06
need to sell a lot of tickets so please
20:08
go buy Mike andes.com it’ll be great
20:10
awesome Mike can’t thank you enough
20:12
appreciate you coming on
20:14
um glad we could break the announcer
20:15
that the conference now is lining up
20:17
right behind uh expo here
20:19
um I’ll show you I’m gonna see at the
20:20
conference and then are you sticking
20:22
around for uh Expo as well at least a
20:24
day or two yeah awesome all right well
20:26
if you guys are watching make sure you
20:28
go to Mike Andy slash Summit is it yes
20:31
exactly all right Mike thanks again no
20:33
you got a compressed schedule thanks for
20:34
being part of the industry providing
20:36
knowledge doing everything else you’re
20:37
doing and uh I have a feeling we may be
20:40
popping on here uh somewhere in the near
20:42
future talking about some other great
20:43
things that Mike’s doing uh we can drop
20:45
a hint we can drop in everyone really
20:47
just wants to know if you’re taller than
20:48
me that that was that well we were going
20:50
to break out the measuring tape and go
20:52
live I actually had to get some platform
20:54
shoes because the hair today I might
20:56
have insoles bro
20:59
all right brother I appreciate everybody
21:01
out in the lawn care landscape industry
21:03
appreciate it can’t wait to see you at
21:05
summit2023 with Mike Andy’s take care
21:07
guys